Head of Revenue Operations

ABOUT SEDNA

Sedna is the operating system for global shipping.

Our platform unifies communication, commercial operations, and data for chartering, operations, and finance teams - replacing fragmented tools with a single intelligent system purpose-built for maritime.

Backed by Insight Partners, GK Goh Ventures, Stride VC, Chalfen Ventures, and SAP, we’re scaling rapidly and expanding our product suite following the acquisition of Dataloy Systems (Voyage Management Software).

This is a pivotal moment: we have product‑market fit, strong retention, and an ambitious roadmap - and we need the operational infrastructure to match.

THE OPPORTUNITY

Revenue Operations at Sedna is a critical function - and right now, it’s a big gap.

Accountability for strategy, data & analytics, process & enablement and systems is fragmented across the GTM org.

We have no single owner who sees the whole picture.

The Head of Rev Ops will be that owner.

You’ll build and lead the Rev Ops function from scratch with a support structure already in place, establishing the systems, processes, and governance that allow Sedna to scale from its current ARR base to the next order of magnitude.

You’ll report directly to the C‑suite and have full ownership of this function from Day 1.

• WHAT YOU'LL OWN
• You will have single‑point accountability across all four pillars of Revenue Operations:
• Strategy & Planning
• GTM planning & revenue targeting
• ICP, territory & segmentation
• Quota & capacity modelling
• Compensation plan design
• KPI framework & metric definitions
• Pricing & discount policy
• Process & Enablement
• Sales process design & playbooks
• GTM onboarding & ramp programmes
• Deal desk & approvals workflow
• Handoff design (SDR→AE→CS)
• Forecast call cadence
• CRM hygiene enforcement
• Systems & Automation
• CRM architecture & administration
• Integrations & data model
• Tech stack governance & procurement
• Commission & incentive tooling
• Marketing automation platform
• Workflow & process automation
• Data & Analytics
• ARR bridge & funnel metrics
• Pipeline & forecast reporting
• Attribution & campaign ROI
• Cohort & retention analysis
• Win/loss & churn analysis
• Board & exec reporting suite

KEY RESPONSIBILITIES

• Rev Ops Leadership & Strategy
• Own the Rev Ops function as a single point of accountability - ending the current fragmentation
• Define and drive the annual GTM planning cycle, including revenue targets, quota design, territory mapping, and capacity modelling
• Build and maintain the ICP framework, segmentation model, and pricing & discount policy
• Act as a neutral broker for cross‑functional decisions across Sales, Marketing, CS, and Finance
• Own board‑level Rev Ops narrative and reporting suite
• Data, Analytics & Reporting
• Build a governed, scalable analytics function – migrating board metrics out of spreadsheets and into a single source of truth
• Own the ARR bridge, GTM funnel metrics, pipeline & forecast reporting, and cohort & retention analysis
• Establish attribution modelling and campaign ROI reporting in partnership with Marketing
• Manage and develop the Data & Analytics Lead (once hired) and partner with the Head of Data on customer analytics
• Process, Enablement & Systems
• Own the end‑to‑end sales process, including handoff design (SDR → AE → CS), deal desk, and forecast cadence
• Partner with the Head of Revenue Enablement on GTM onboarding and ramp programmes
• Oversee CRM architecture, tech stack governance, and commission tooling with the Rev Ops Manager
• Re‑integrate CS strategy ownership – formally bringing renewals, health frameworks, and post‑sale operations back into Rev Ops scope
• WHAT WE’RE LOOKING FOR
• Must‑haves
• 5+ years leading a Revenue Operations function in a B2B Saa S environment
• Proven experience leading Rev Ops at a scaling company – you’ve built the function, not just managed within one
• Strong command of all four Rev Ops pillars: you can speak credibly about CRM architecture and quota modelling in the same conversation
• A track record of resolving cross‑functional misalignment and building shared accountability across Sales, Marketing, CS, and Finance
• Hands‑on with Salesforce (or equivalent CRM); comfortable with BI tooling and data modelling concepts
• Nice‑to‑haves
• Experience in maritime, logistics, or complex supply‑chain verticals
• Prior experience leading a function through a post‑acquisition integration
• WHY JOIN SEDNA
• A rare greenfield mandate – you’re building the Rev Ops function, not inheriting someone else’s architecture
• Exec‑level visibility from day one, reporting to the COO with a direct line to the board
• A strong existing team in seat – the Rev Ops Manager and Head of Revenue Enablement are experienced practitioners you can trust
• A company at the inflection point: product‑market fit proven, backing secured, and ready to scale
• A mission that matters – Sedna moves global trade; the shipping industry is responsible for over 80% of the world’s goods

OUR VALUES

• Stay ahead, stay agile
• We don’t just adapt – we anticipate change and act with confidence.
• Curiosity, data, and customer insights help us stay ahead of the curve.
• We embrace challenges as opportunities and remain resilient under pressure.
• By staying open to new ideas and ways of working, we lead the future.
• Execute with focus
• We turn strategy into action, delivering measurable results that matter.
• Every initiative counts – discipline and ownership drive business impact.
• We make smart decisions with speed, balancing pace and precision.
• Clear priorities keep us focused on what moves the needle.
• Work together, win together
• Collaboration is our superpower – we succeed as one team, internally and with customers.
• We co‑create solutions, seek feedback, and build the future of the OS together.
• Strong relationships are built on trust, respect, and shared goals.
• By aligning across teams and with customers, we unlock greater impact.
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